Salespeople are the folks who open doors and close sales. They are responsible for generating the lifeblood of your business: revenue. However, your salespeople are also your front line and oftentimes the only touch point customers have with your company. In their role, they act as ambassadors of your brand. To ensure that your salespeople […]

Getting sales coaching right – don’t do too little, too late Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it if they had the time. The “it” of course is sales coaching. Yet if you nose around, you will often […]

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. With that in mind, McKinsey & Co conducted a survey of 1,400 executives worldwide to explore the question. Major Finding. When asked about their companies’ biggest […]